Does your sales process require you to present detailed or technical information, or to demonstrate a product online? Does it help you to draw out a diagram to explain your product or service? This is often the case in sales, and in the real world, that is easy to do over coffee, with a pen and a napkin.
To succeed in the digital world, however, you have got to play to the benefits of a whole new medium, with its demands for brevity, differences in presentation capabilities and a whole new set of techniques.
For most people stories are easier to remember than data or facts, stories stimulate the visual part of our brain as we picture what we are being told, and the picture that we create in our minds is easier to remember, and much longer-lasting.
I have shared the story of Alice in Wonderland before, where Alice finds herself on a path that splits and splits again, and on and on, and she does not know which path to take. The Cheshire Cat appears and asks her where she wants...
Your task today is to ensure that you have a world-class remote presentation and pitching skills in an environment where your voice and your delivery count more than ever before, coupled with this you need your visuals to be breathtakingly brilliant. It is all new. And the stakes have never been higher.
It is here that you begin to position yourself as an authority in your industry or field way before the meeting. I have found that many people wait until the big pitch to position themselves as an authority, and by then it may just possibly well be too late.
I have shared the story before about how I failed to do this when I first opened The Sales Counsel, and headed into a proposal meeting, without positioning myself as an authority, and tanked the proposal just by my own disbelief in myself, and it’s a true story that taught me a very valuable lesson, let me assure you!
Setting the Scene
On a good day, our customers are distracted by text messages and phone calls, and on a...
Maintaining a high level of engagement among all parties in any meeting is a challenge. But, doing it in a video-led environment makes the real-world challenge look like child’s play. If you have spent any time on video calls up to now, you will know what this means.
The winners in this new world of online selling will be the ones who master this, and the ones who can keep all the key stakeholders engaged, or better still, captivated.
Building trust and credibility will help you get the meeting, once in the virtual room however you will need to increase your reach and influence if you hope to not only gain but to hold the attention of your key decision-makers,
There are at least three criteria to building trust:
But, beyond building trust, we need to find ways of increasing the influence we have over key decision-makers, as well as those who play different roles in...
When I started in sales, I had to visit 8 clients physically, every single day. No jokes! In our wildest dreams we could not have imagined a tool like email, never mind social media.
Social media has created so many incredible opportunities for us, and it is about time that we took that seriously. We need to consistently find high-quality leads, of course, I am stating the obvious here - but on platforms such as LinkedIn, Facebook, and others, they are there in their millions, trust me.
Actually, you do not have to trust me, just look at the research! According to a recent study conducted by LinkedIn - 72% of buyers use social media to research solutions for purchase.
Seventy-two percent. That is not a number you can or should ignore.
Fact is… cold calls are a thing of the past
We have to face it. Cold emails and cold calls are today's sales equivalent of trying to use a sledgehammer to fix a computer. Not only are they outmoded, they simply do not work, and most of the time...
In the traditional sales world, a professional salesperson would prepare for, and focus on, commanding the room, the conversation and the sales process, and you would be prepared to maximise the chances of success at whichever stage of the sale you are because that’s how you win deals.
In the digital world, this is even more important, because attention spans are shorter, distractions are more numerous and the medium itself makes it much more challenging to forge a human connection.
The simple reality, however, is that if you fail to communicate that in the online meeting you run the risk of being passed on to another stakeholder in the business, somebody that's that has less interest, and probably also less decision making power.
You may be very insightful and may have strong perspectives or insight or value to deliver to the client, but if you cannot communicate that effectively, then you may lose their attention – and we really want to avoid that, because if the deal...